Competency Testing

As a sales manager, one of your responsibilities is to hire people who will get the job done properly. However, finding competent salespeople is easier said than done. There is no process in place to certify that a person is capable of performing as a salesperson.

While there is no single secret to finding competent salespeople, here’s an idea that will help you separate the wheat from the chaff during the hiring process and come up with potential winners.

If you were hiring an auto mechanic, you’d want to be sure that the person knew what the timing chain was for, the firing order of the engine, how to adjust the brakes, etc. In other words, you’d want to know the extent to which the auto mechanic understands the basics of his trade.

The same applies when hiring a salesperson. You want to be sure that he or she knows the basics of selling.

What you need to do is develop a list of 10 questions you can ask to determine if you have someone who knows something about selling. If you’re having trouble coming up with 10 questions, contact me and ask for a copy of my Mini Competency Test for Salespeople.

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